Director of Sales —
Western U.S. Region
Most Sales Director Searches Want a Turnaround. This One Wants a Coach.
Our client is an established industrial service and material handling business with a strong western footprint. The team is built. The branches are solid. The customer base is sticky. They are not private equity owned, and they are not interested in a turnaround.
They are interested in a player-coach who wants to ride along with reps, coach in the field, run a clean weekly cadence, and push a strong region toward its ceiling.
If you are a sitting sales leader who has spent the last few years inheriting broken plans, fighting customer fires, or being measured on quarters that were already off the rails, this is the opposite of that. This search is being conducted confidentially by Precision Sales Recruiting, a firm specializing in sales leadership recruiting for manufacturing and industrial B2B businesses.
You Can Win Day One
The team is built8 to 10 Territory Sales Reps already in seat across the West. Mix of newer reps and reps with five-plus years in territory.
Service-led revenue modelMaintenance agreements, inspections, repair, renewals. Long-cycle, high-retention industrial sales that compound over time.
Strong operational backboneBranch managers across the western region with 20-plus years of experience. You will not be fighting customer fires every day.
Real growth runwayEstablished playbook plus active expansion plans across Texas, Arizona, the Pacific Northwest, and California.
💡 Walk in. Keep the customer base intact. Push retention higher. Add net-new growth on top. The system is set up for that.
What You Will Own
- Own regional service revenue attainment across the western region
- Drive consistent weekly growth of the inspection contract base
- Partner with service operations to convert inspection findings into repair revenue
- Champion the renewal process as the foundation of recurring regional revenue
- Conduct regular field ride-alongs with TSRs across the region
- Deliver real-time, specific feedback that drives consistent improvement
- Build written improvement plans for underperformers with defined milestones
- Develop newer reps with hands-on mentoring and tenured reps with strategic coaching
- Set and enforce the standard for real-time NetSuite documentation: visits, calls, emails, tasks, and quotes logged the same day
- Run weekly pipeline scrubs, activity reviews, and an honest regional forecast
- Audit TSR activity for quality, not just volume
- Track weekly KPIs per rep and use the data to coach and recognize
- Stay actively engaged on strategic accounts as a direct partner to the TSR
- Conduct regular customer business reviews
- Build relationships with regional and OEM/vendor partners
- Support high-value contract, modernization, and new equipment opportunities alongside the team
What We Are Looking For
- 7 to 10 years of service-related sales management experience with documented direct-report leadership
- Currently or recently managing 5 or more direct sales reps, with hiring, firing, and performance management experience
- Sales forecasting discipline at the rep and territory level
- CRM proficiency with NetSuite, Salesforce, or comparable enterprise platform
- Bachelor's degree, or equivalent experience considered
- Player-coach mindset. Develops people. Coaches in the field. Leads from the front
- Process-disciplined. Implements and reinforces a defined sales playbook
- Forecast-honest. Produces a defensible regional forecast and builds funnel discipline at the rep level
- Comfortable in a flat, family-business culture with high executive engagement
- Industrial B2B sales background with credibility on plant floors, refineries, chemical plants, and similar environments
- Service-led selling experience: maintenance contracts, inspections, repair, renewals
- Sells organizationally with a defined process. Not an order-taker
- Comfortable with 60 to 75 percent regional travel. Field warrior, not work-from-home
How Performance Is Measured
- Consistent regional service revenue and inspection contract base growth
- A defensible weekly forecast rolled up to the executive team
- Stable retention plus net-new account expansion
- A team operating with disciplined CRM hygiene, clean pipeline, and consistent activity standards
- Newer reps progressing through coaching milestones; tenured reps performing at a strategic level
Where and How You Will Work
Based in Houston preferred (regional headquarters and largest market). Dallas-Fort Worth, Phoenix, and California also considered for the right candidate.
- Field-based with home office. This is not a work-from-home role
- 60 to 75 percent regional travel with frequent overnight stays
- Branch visits, customer business reviews, and field ride-alongs across the western region
What You Can Expect
- Base salary: $175,000
- On-target earnings (Year 1): $225,000+
- Bonus structure: 30 percent performance bonus plan with accelerators
Full benefits package included:
- 401(k) plan
- Medical, dental, and vision insurance
- Life and disability insurance
- Paid time off and holidays
What to Expect During the Search
Every candidate presented for this search is evaluated through The PRECISION Method, our proprietary 9-dimension framework for manufacturing and industrial B2B sales professionals. Expect a 30-minute discovery conversation, a 45-minute structured pre-screen interview with role-specific scenarios, and a sales behavioral assessment before any introduction is made to the client.
You will receive your assessment results. Most candidates use the data to sharpen how they sell, regardless of whether this specific role moves forward. To learn more about how we run searches, visit our hiring process page.
Built for Someone Who Wants to Coach a Strong Team Higher
🏆 If you have built sales discipline at the rep level in a service-led industrial environment, and you want to coach a stable team to a new ceiling rather than rebuild a broken one, this is worth a conversation.
How to Apply
To be considered, upload your resume using the form below. This search is being conducted confidentially by Precision Sales Recruiting, a veteran-owned firm specializing in sales executive search and manufacturing sales recruiting. Every search is backed by a 12-month replacement guarantee.
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